Sales Psychology: Sales is a psychological warfare

Chapter 7 Mentality determines everything: sales elites must understand psychology (1)
For salespeople, the quality of their psychological quality often directly affects their career development.Most salespeople lack the courage and perseverance of self-criticism and self-reflection. This is a manifestation of lack of confidence, and it also reflects the fragile side of psychological quality.Joe Girard said: "Confidence is the magic weapon for a salesman to succeed." Of course, this is just one of the psychological qualities that a good salesperson must possess.

If you want to become a salesperson with excellent psychological quality, then you should master the psychological tools provided for you in this chapter.

1.be the master of your emotions

Salespeople need skills every day to improve their emotional control.But the monotonous working environment day after day, unpredictable customers, volatile market, smart and capable competitors...these are all suppressing the already nervous sales staff, so how can we maintain the enthusiasm?The answer is to be the master of your emotions.

If the salesperson wants to ignite the passion of the customer, he must first ignite his own passion, because only sincere feelings can infect the customer's emotions.Emotions are like a pendulum. As much energy as negative emotions have, there will be as much energy as positive emotions. Therefore, when you find negative emotions, don’t blindly suppress them, or ignore them, and let them fend for themselves.Only by establishing your own emotional management mechanism can you be good at mobilizing your emotions, thereby influencing customers' purchasing decisions.

As a salesperson, you may often ask yourself: "What kind of mentality should I use to face customers? Which mentality will help me achieve the best results? How can I grasp the correct sales mentality?"

To find the best sales mentality, you must first understand the customer's mind.Broadly speaking, customer mentality can be divided into the following four types:

(1) "Indifference" type.This kind of person is not only indifferent to the salesperson, but also indifferent to their sales behavior. They regard the salesperson as a scourge, shut them out, and ignore them.

(2) "Defense" type.Such people are highly concerned about their buying behavior, but they are extremely indifferent, distrustful, and even hostile to salespeople.In their minds, the salespeople are all dishonest and talkative people. The way to deal with them is to plan carefully and pre-emptively. They must never let the salespeople take advantage of them.

(3) "soft-hearted" type.This kind of person is very soft-hearted and cares about the salesperson very much. When a salesperson expresses goodwill and friendliness to him, he will always think that the products he sells must be good.Such people often buy things that they probably don't need, or more than they need.

(4) "Seek answers" type.This kind of customer already knows what he needs before he decides to buy, and what he needs is a salesperson who can help him solve the problem.For the products he sells, he will analyze their advantages and disadvantages objectively. If he encounters problems, he will also actively ask the sales staff to help them solve them, and he will not make unreasonable demands.

It can be seen that the more customers tend to "seek answers" mentality, the more effective sales can be achieved by salespeople.Therefore, every salesperson should train himself to be a "problem solver" who is highly concerned about sales and customers.

So, when sales encounter difficulties, how to eliminate obstacles and carry out sales smoothly with a good attitude?

(1) Burn your passion.It can help you get out of the lost state of mind, rekindle your passion, make your strengths come into play, and make it easy for you to reach the predetermined sales goals.

(2) Control inertia.Inertia can do great damage to one's will. If you fall into the irritability that reduces your vitality, you can try the following methods:
①Set a main goal for yourself every day, no matter what other things you give up, you must achieve this goal; ②Determine one day in each week as a "catch-up" day, so that you can avoid most of the trivial and annoying things on other days ; ③Give yourself a time limit for every job, because most people can focus most effectively when facing deadlines; ④Bet with yourself that you can complete the work you must complete before the end of the day, and when it is completed Reward yourself from time to time.

(3) Increase the driving force of sales.It is important to know how to gather motivation and how to use it sparingly and intensively, but first you must have motivation.Motivation is a positive, active force, a desire to do something.In essence, sales activity is an activity of exploring the unknown, and its exploratory nature determines that it may fail. Therefore, it is necessary to be brave enough to withstand pressure, remove obstacles, and strengthen the driving force.

(4) Abandon pessimistic and negative thoughts.Take off your "gloomy" tinted glasses and see clearly the bright and friendly sunshine in your life.Throw away your "hammer" and stop hammering, for the big prizes in life go to the builders, not the destroyers.

(5) Soothe the body and mind.At the end of each day at work, take a moment to reflect on what you did and why you did it.Analyzing these reasons calmly, you can clearly know what your goals are and what measures you should take to change the current situation.

(6) Prioritize.Redefine the order in which you do things, and at the same time set a completion date for each thing. Writing down these contents can not only calm down the nervous mood, but also clearly draw a reasonable plan.

(7) PICTURE SUCCESS SCENARIOS.Conceive a successful idea and promote sales progress on this basis. The most critical step is to reorganize your own thinking and avoid mistakes in thinking.

(8) Create added value.Only similar products will cause price wars. Why do customers buy your products?What is unique about your product?Is it better service or more performance?Thinking about these unique selling points can effectively help you sell.

(9) Get out of your comfort zone.If using a sales forecast does not bring the expected results, then it is time to break out of the comfort zone, chase new business, new environment, open up a new battlefield, create a new business list, and then use all your energy to realize it.

(10) BOOST LINE BOOST.Never be satisfied with your current performance, keep yourself alert at all times, and constantly try to surpass yourself.The more effort you put in and the more pain you endure, the more rewards you get back.Try to call more customers every day, spend more time tracking customer feedback, set your goals higher, and you will put more energy and enthusiasm into your work.

Mentality is composed of subjective factors such as "consciousness, concept, goal, emotion".

What the salesperson has to do is to adjust his mentality to a suitable position, transform a negative mentality into a positive one, and always maintain this best state.If you face and appreciate something with a positive attitude, you will get a lot of unexpected gains. On the contrary, if you face it with a negative attitude, you will find many shortcomings, and at the same time think that you are a failure.

2.Confidence is the magic weapon to sell yourself

For salespeople, self-confidence is particularly important.Because salespeople get rejected and fail far more than people in other industries.However, as long as the salesperson has self-confidence, on the one hand, he can make him firmly determined to overcome setbacks, and on the other hand, he can give customers a good impression.A confident salesperson will be welcomed by every customer, because sales is the transmission of confidence and the transfer of emotions.Customers see confidence in salespeople, and they become confident too.

Confidence can add a lot to your merchandise.For customers, self-confidence is more important than your products.

With it, you don't have to worry about turning defeat into victory.Confident salespeople will still smile in the face of failure, "It's okay, come again next time."They will still be very relaxed in the face of failure, so that they can objectively reflect on the failed sales process, find out the real reason for the failure, and create opportunities for regaining the favor of customers.

From this, it can be seen that the salesperson must display self-confidence.Customers usually prefer to deal with talented people, they don't want to deal with unconfident sales people, because they also want to express themselves in front of others.Furthermore, how can they be willing to negotiate business and purchase products with a person who lacks confidence in his sales ability and products?
"I will definitely become the No.1 of the company." For salespeople, such an oath is a powerful starting point in their careers.It is very important for salespeople to have the belief of winning.

The famous salesman Joe Gillard failed in his early career, was deeply in debt, and what was worse, he had no food at home, let alone a family to support him.

He visited a Detroit car dealership and asked for a job in sales.Seeing that Girard was not impressive, the manager did not intend to keep him.

Joe Gillard said: "Mr. Manager, if you don't hire me, you will make the biggest mistake in your life! I don't want a heated room. I just want a desk and a telephone. Within two months I will Break the record for the best salesperson here, and that's it."

After hard work, he really did it within two months, breaking the company's sales record.

For salespeople, "faith" is a noun that must be emphasized.Originally, faith and will were highly valued in the sales world, but most of the sales staff are now burdened with unprecedentedly high work quotas, so that they have to devote all their energy to intense sales activities, because Only winning in the field of sales will bring prosperity to the enterprise.With the gradual intensification of economic depression and commodity sales competition, more and more people in the sales circle realize the importance of faith.As far as the salesperson's belief is concerned, the most important point is the belief formed by the strong pursuit of sales.

Every year, the salesperson must determine his own goal, reach this goal, and strive hard for the purpose of breaking through this goal.In this way, the work quota becomes a task that must be completed, so that I have a strong desire to sell, no matter what, I must achieve the goal, and then play the role of urging and spurring myself.Moreover, the salesperson has to check the completion of the work quota every day and compare it with the figure of the previous day. In order to make up for the difference, they will repeatedly consider the sales plan they have prepared in advance. Once confirmed, they will immediately put it into action.After the work quota is completed, the next step is to check the growth rate of the sales volume after the quota breakthrough every day.If the growth rate drops compared to the previous year, it is necessary to repeatedly think about how to increase the growth rate, use your brain to study new methods, and then act accordingly.

In this way, maintaining a strong desire to sell every day is the method of cultivating beliefs.If sales are carried out in this way, a strong desire will naturally arise: "I want to work!" This kind of desire for work sprouted in the heart is the wonderful effect of belief.

In order to do this, self-limitation must be implemented, which is to cultivate the fighting spirit and enterprising spirit that one needs to possess as an outstanding person.

Every company appreciates the salesperson's character of desperately striving for victory. As a salesperson, we must also go all out for our work without any reservations.Remember, inertia and setbacks are unavoidable. It is shameful to give up easily. You cannot let the difficulties and obstacles in business work consume your fighting spirit and determination. Once you give up or perfunctory your work, it is a dereliction of duty for a salesperson .

No matter what you encounter at any time, you must maintain a positive belief that you will win.Because only a positive belief in winning can support you through a long sales career until you succeed in the end.

Self-confidence is a positive product and a positive force.Self-confidence is a must-have for salespeople, and it is also the most indispensable temperament.So how can you show your confidence?
(1) You must be well-dressed, hold your head high, have a pleasant smile, be polite and thoughtful, be kind and polite to everyone, and respond carefully.In this way, it is easy to make customers have a good impression of you.In this way, your self-confidence will inevitably be revealed naturally.

(2) In the face of the rude rejection of customers, the salesperson should be more confident.The salesperson often knocks on the door of the customer's house very enthusiastically, but is met with sarcastic remarks or even unreasonable insults from the customer.At this time, you must hold your breath and never show dissatisfaction in words or deeds.You should know that when customers contact you, they don't care whether their words and deeds are decent, but always care about your words and deeds.Once customers find that you are not confident or even ugly, they will not have a good impression of your products.Even if he thinks your product is of good quality, he will make an inch of it. Seeing that you are eager to sell, he will take the opportunity to lower the price vigorously.Customers do this because you have lost confidence.

(3) We must take good care of self-confidence.Self-confidence is not only the necessary temperament and attitude of salespersons, but also a clever strategy to double sales. Therefore, self-confidence must be measured. If it is insufficient, it will appear cowardly, and if it is excessive, it will appear proud.

Confidence will turn your sales into a treat, and less of a dislike.If you think about it, you will understand that unconfident salespeople will definitely regard sales as suffering, a tiresome job of begging for help and humiliating; however, self-confidence can make you regard sales as a happy life, neither irritated nor disturbed. There will be no disgust, and this is because you will be more satisfied with yourself and appreciate yourself more in your confident sales.

If you are full of confidence in yourself and your products, then you will naturally have an aura of never giving up until you reach your goal.

Only with a positive attitude can we make greater achievements.Positivity comes from confidence. Only when salespeople are confident in themselves, in their company and in the products they sell, can they actively strive for, struggle persistently, face bravely, and be full of endless passion and motivation in sales work. , This is the power of confidence.We must overcome the psychological weakness of lack of self-confidence, improve our own psychological quality, increase the motivation to move forward, face work and customers with a positive attitude, and strive for success.

3.Patience is directly proportional to performance

As a sales newcomer, sometimes I feel as if I am living in heaven, and sometimes I feel as if I am in hell. I just talked enthusiastically with the previous customer, but now I have the "closed door" of the next customer.

No matter who it is, when the interview is rejected, it must be very angry in the heart. In order to vent the unhappiness in the heart, sometimes it is inevitable to complain a few words, even curse angrily, or beat things.And such consequences will often lead to a worse mood. To put it more seriously, such a bad temper will end your sales career early.Therefore, newcomers who are new to the sales industry must learn to control their emotions and learn to be patient.

But people tend to go to extremes in controlling their emotions, either negative and pessimistic, belittle themselves, or blindly arrogant and self-righteous.These emotions are undesirable in sales work.Belittle oneself can only make people fall into the quagmire of sinking, and blind arrogance will lead people to the abyss of failure.

Arrogance is a manifestation of blind self-confidence that is divorced from reality.Such people always feel that they can do everything better than others, and they don't need anyone's help.Although they have certain talents and abilities, they magnify their only talents and abilities infinitely, and often exaggerate and speak out.

Arrogant people often lack the proper manners and humility. They only brag about themselves blindly in front of others, and they don't see everyone's demeanor.Blind arrogance and blind bragging may be exchanged for temporary admiration from others, but in the end it will damage your reputation and halve your achievements because your name is not worthy of your name.The mood of blind arrogance at work is unacceptable. From a close point of view, the blind arrogance will limit the development; in the long run, the blind arrogance will ruin one's future.

Arrogant people always think that they are great people, but in fact they are often the people with the least ability and ability, because those who are capable only use practical actions to explain problems, rather than showing off with their mouths.Blindly arrogant people overestimate themselves and underestimate others because they cannot see the merits of others.It's like someone who has just learned a few sets of boxing and kicks. If he is a little stronger than others, he feels that he has a unique skill and his martial arts are world-class. The opponent knows how vulnerable he is.

(End of this chapter)